Presell & Positioning

How To Guarantee An Increase In Value

How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’ Other words that come to mind might include…

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5 Ways To Turn Your Proposition Weaknesses Into Strengths

Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the…

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The Best Way To Keep Ahead of the Competition

According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust…

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How To Build The Value Of Your Service Offers

We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your competition? How are your services actually adding…

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Why You SHOULDN’T Send A Brochure After You Get The Appointment

So, you’ve got the appointment… I recommend that you send some further information to the client BEFORE you meet with them. I’m not talking about an information pack here or a brochure. Instead, I am talking about sending them something…

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An Insight Into Your Buyers Mind Whilst You’re Building Up The Value

“Build the value” You’ve heard it a million times before in every sales book you read, every sales coaching session you’ve had with your manager and probably countless times from me also! So what are you actually doing to build…

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Improving Your Value Proposition

As the saying goes, ‘Beauty is in the eye of the beholder’. Well, just as each person has their own individual idea of what constitutes beauty, each prospect will have their own concept of what ‘value’ means to them. There’s…

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Five Specific Wants That Every Prospect Has

The strange expression “Nought so queer as folk” quaintly sums up the studies of the philosophies of man from the start of time. So much water under the bridge, so many changes in history, so few securities that can be…

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Anticipation Can Help You Get Future Business

Today, I nearly had an accident in my car. Driving on the motorway at around 60mph in heavy traffic , I was following the car in front (at a safe distance, of course!) when I noticed the cars two or…

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6 Ways To Reduce Your Cost Of Sales

We’ve discussed before how the science of sales means you have to be totally aware of your numbers. You need to identify how your ratios are connected to the results you achieve, so you can alter your activities to match…

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Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for…

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3 Ways To Make Small Talk Pay Big Dividends

Some call it “small talk.” Others refer to it as the “warm up.” You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is…

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